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International Association for Conflict Management 33rd Annual Conference

IACM 2020 Abstract Book

57 "To Thine Own Self Be True!": Ascending the Organizational Hierarchy through Trait Authenticity and Morality
Nir Kaftan, Daniel Heller, Serena Chen

157 “Chelsea Clinton is a dog” and “Baron Trump is a home-schooled shooter”: Why do people derogate the children of politicians?
Simone Tang

124 “My Kind of Guy”: Social Dominance Orientation Predicts More Tolerance of a Job Candidate with a Racist Past
Lyangela Gutierrez, Miguel Unzueta

183 A Call to Action and Its Echo: The Representation of Impasses in Negotiation Research Since Tripp and Sondak (1992)
Marc Mertes, Joachim Hüffmeier

154 A Model of Social Intelligence, Problem Solving Strategy for Managing Conflict, and Job Performance
Afzal Rahim

61 AI Agents Negotiating Deals and Resolving Disputes
Jeanne Brett, Colin Rule, Kristjan Korjus, Emmanuel Johnson, Jonathan Gratch, Mara Olekalns, Jared Curhan

164 An Examination of the Good-cop/Bad-cop Role Strategy on Value-Claiming and Value-Creating in Team-on-Team Negotiations
Seunghoo Chung, Robert Lount

41 An Experience-Sampling Investigation of Attributions and Outcomes of Workplace Discrimination
Samantha J. Dodson, Kathryn Coll, Rachael D. Goodwin, Wilhelm Hofmann, Jesse Graham

Israel Nyaburi Nyadera, Mohamend Salah Ahmed

94 An Investigation into the impact of the timing of mediation on participants’ experience of employment mediation
Pauline McLeod

103 Appraising the group experience: An affective perspective on diversity faultlines
Huiru (Evangeline) Yang, Katerina Bezrukova

7 Are you Really Happy to See Me? Asymmetric Perceptions of the Ethicality of Emotional Deception
Polly Kang, Maurice Schweitzer

78 Assessing Conflict: Situation Assessment, and a Question of Expectations
Michael Kern, Amanda Murphy

46 At what age can children negotiate?
Daisung Jang, Kelly Kirkland, Frankie Fong

177 Beliefs about Gender Differences in Negotiation: Avoiding Backlash or Proving One’s Manhood?
Jens Mazei, Julia Bear, Joachim Hüffmeier

9 Black Men Get Shorter Sentences: Narrative Elaboration Reveals Incoming Stereotypes
Lauren Eskreis-Winkler, Ayelet Fishbach

120 Building a conversational toolkit for productive disagreement
Michael Yeomans, Charlie Dorison, Yeonjeong Kim, Joe Hoover

184 Building Shared Societies Across Divides
Ran Kuttner, Ehud Eiran, Clem McCartney, Janpeter Schilling , Melanie Hussak, Ulrike Zeigermann

66 Can birds of different feathers flock surprisingly well together? Expected versus actual consequences of discussing divisive viewpoints
Kristina Wald, Michael Kardas, Nicholas Epley

111 Classification of Agreement: Methodological Concerns
Peter Carnevale

Surraya Bibi, Muhammad K. Riaz

105 Considering Mediation Style in Complex Environmental Conflict
Deborah Sachare

122 Conversations that Bond: Listening and Learning in Dyads
Julia Minson, Michael Yeomans, Julian Zlatev, Gus Cooney

64 Critical Mixed Methods Research Synthesis (CMMRS): A novel approach to revisit gender and negotiation performance in the literature
Josephine Schaumburg, Uta Herbst

175 Cultural Intelligence and Social Distance Among Undergraduate Students in Clinical Professions
Shira Mor, Efrat Neter Neter, Ronen Segev, Ronit Even-Zahav

48 Dealmaker or Deal Breaker? - How Third Parties Affect Negotiation Behavior and Outcomes
Johanna Sand, Markus Voeth

26 Deception by Device: Lying Behavior on Laptops versus Cell Phones
Terri Kurtzberg, Charles Naquin

45 Decisional Conflict in Bereaved Parents of Children with Cancer
Danielle Sperandeo

151 Did the Ombuds Do It?: Evaluating Organizational Ombuds Services at the U.S. Department of the Interior
William Hall, Mary Chavez Rudolph

186 Diffusion of provocative ideas in the time of COVID-19
Nancy Lewis, Christine Straw

108 Do financial markets affect prosocial behavior?
David Daniels, Polly Kang, Maurice Schweitzer

152 Do investors value gender diversity?
David Daniels, Jennifer Dannals, Thomas Lys, Margaret Neale

74 Does Job-hopping Help Career Advancement? Job Mobility Decreases Work Desirability by Reducing Cognitive Trust and Affective Trust
Jiyin Cao, Alvaro San Martin, Hajo Adam

92 Does Negotiating Eliminate Gender Gaps in Wage Outcomes?
David Daniels, Christy Zhou Koval

159 Drawing the Line: How Workplace Experiences Influence Individual Perceptions of Sexual Harassment
Phoebe Strom, Ariel Avgar

121 Dynamic modeling of union-management relations with data from the French sector of a multinational company
Maria Koutsovoulou, Sanda Kaufman, Miron Kaufman

42 Effective Leadership: "Behind the Table" in Negotiation
David Ferguson

17 Effectiveness of Negotiation Trainings – A Meta-Analysis
Dominik Sondern, Christoph Nohe, Guido Hertel

Stephane Francioli, Michael North, Joe Magee

141 Enshrouding the Evil Eye: Relational Mobility Mitigates Negative Impact of Envy
Yingli Deng, Yushan (Sandy) Huang, Kenneth Tai, Cynthia Wang

126 Exploring the integrative versus distributive nature of negotiation strategies and their effectiveness across cultures with language style matching
Elena Poliakova, Leigh Anne Liu, Edward Miles, Wu Liu

116 Exploring the Upside of Intersectional and Associated Categories: Two Conceptual Replications in Support of the MOSAIC Hypothesis
Erika Hall, Alison Hall

21 Extreme harm demotivates prosocial behavior
Polly Kang, David Daniels, Maurice Schweitzer

163 Female suggestive clothing affects male offer-making in negotiations.
Tina Dudenhöffer, Alfred Zerres

80 Fist Fights in the Kitchen, Harmony in the Hall, Part II: Differentiating Structural and Emotional Harmony
Deborah A Cai, Edward L Fink, Connor Phillips, Alyssa Eder

161 Foreign Language Effect in Negotiations: Negotiation language and framing effect on objective and subjective outcomes
Jung Hyun Lee, Hillary Anger Elfenbein, William Bottom

6 Forgoing Earned Incentives to Signal Pure Motives
Erika Kirgios, Edward Chang, Emma Levine, Katherine Milkman, Judd Kessler

Basima Tewfik

23 From exception to exceptional: How gender and tenure impact sponsor effectiveness
Elizabeth Campbell, Rosalind Chow, Brandy Aven

28 From Shared Climate to Self-Triggered Social Ecosystems: An Alternative View
Ray Friedman, Mara Olekalns

18 From Tokens to Trailblazers: A Motive Fulfillment Approach to Minority Employee Identity
Karren Knowlton

117 Gaming the System: An Investigation of Worker Expertise and Unethical Behavior
Samuel Skowronek, Maurice Schweitzer

70 Gendered Appraisals of Doing Bad and Doing Good: Differential Responses To and From Men and Women at Work
Natalya Alonso, Jessica Kennedy, Mary-Hunter McDonnell, Nicole Stephens, Nathan Dhaliwal, Ela Bandari, Jennifer Berdahl, Sonya Mishra, Margaret Lee, Laura Kray, Rachel Ruttan, Katrina Fincher, Rebecca Schaumberg

148 Gendered Racial Boundary Maintenance: Social Penalties for White Women in Interracial Relationships
Amelia Stillwell, Brian Lowery

153 Getting off to a “Hot” Start: How the Timing of Expressed Anger Influences Relational Outcomes in Negotiation
David Hunsaker, Teng Zhang

37 Giving by Donating Money vs. Volunteering Time
Samantha Kassirer, Rima Toure-Tillery

20 Going with the Momentum: When Exposure to Decreasing Concessions Leads to a Distributive Disadvantage
Kian Siong Tey, Michael Schaerer, Nikhil Madan, Roderick Swaab

39 Group Size and Its Impact on Diversity in Hiring Decisions
Aneesh Rai, Edward Chang, Erika Kirgios, Katherine Milkman

139 He said, She said: An Analysis of Apology Efficacy by Gender
Beth Polin, Sarah Doyle, Roy Lewicki, Nitya Chawla

40 He’s Overqualified, She’s Highly Committed: Gender, Qualifications, and Perceptions of Firm and Career Commitment in Hiring Decisions
Elizabeth Campbell, Oliver Hahl

52 Hired Through Your Network? Don’t Come To Me For Help!: Employees’ Reactions to Informal Hiring
Teodora Tomova Shakur, Rellie Derfler-Rozin

102 Hitting the Sweet Spot: Negotiating with the Right Channel at the Right Time
Saira Moinuddin-Huber

187 How a Pandemic May Spark Educational Enhancements - Connectivism in Negotiation Pedagogy
David Sedlak

89 How Leader’s Status Strategies Influence Accountability and Moral Hazard
Hemant Kakkar, Garrett Brady, Niro Sivanathan

Jeffrey Thomas

31 Impacts of Giver Salience on the Recipients of Aid
Samantha Kassirer, Maryam Kouchaki

131 Influence of Salary Disparities on Teaming
Kevin Kniffin, J. Angus Hildreth

90 Insights about Integrative Negotiations
Ernestine Siebert, Uta Herbst

79 It’s Me Against the World: Perceiving Opposition to Maintain a Belief in Social Problems
Naomi Fa-Kaji, Brian Lowery

172 Leadership Style as a Moderator of Interpersonal Conflict in Culturally Heterogeneous Project Teams
Kevin Wilkinson

91 Learn from the Editors: Insights on Publishing Work on Negotiation and Conflict Management
Jimena Ramirez Marin, Dejun "Tony" Kong, Qi Wang, Bruce Barry, Cecily Cooper, Maryam Kouchaki, Ivona Hideg, Laurie Weingart, Matt Cronin

85 Local Racial Diversity Shapes Preferences for Meta-Contact Attitudes Among Whites
Eric Anicich, Jon Jachimowicz, Merrick Osborne, L. Taylor Phillips

30 Looking for Redemption: ‘Normal’ Adversity and the Repair of Relationships
Rachel Campagna, Laura Rees, Brooke Gazdag, Rebecca Badawy, Laura Shang, Mara Olekalns

150 Loyalty, Psychological Closeness, and Perceptions of Whistleblower Credibility
Rachael Goodwin, James Dungan, Jesse Graham, Kristina Diekmann

34 Measuring Sustainable Peace: Challenges and Opportunities
Joshua Fisher, Yuxiu He, Qiqi Mei, Allegra Chen-Carrel

27 Mediation in Bargaining: Evidence From Large-Scale Field Data on Business-to-Business Negotiations
Bradley J. Larsen, Carol Hengheng Lu, Anthony Lee Zhang

144 Mediation support with expert systems and robotic tele-presence
Daniel Druckman, Michael Filzmoser, Lin Arian, Sabine Koszegi

56 NegotiAct: Introducing a Comprehensive Coding Scheme for Negotiations
Elisabeth Jäckel, Joachim Hüffmeier, Clara Sofie Hemshorn de Sanchez, Nale Lehmann-Willenbrock, Alfred Zerres

100 Negotiating Authenticity: How Control over One’s Authentic Expression May Matter as Much as the Absolute Level of Authenticity
Laura Rees, David Lehman, Rangaraj Ramanujam

138 Negotiating Legitimacy: Police and the Public
Rebecca Hollander-Blumoff

137 Negotiating Local, Organizational, and State-Level Systems to Develop Peacebuilding Systems
Greg Paul

162 Negotiating membership, self-structuring, activity coordination, and institutional positioning: A case study in organizational change and conflict using the Four Flow Model
R. Tyler Spradley, Elizabeth Spradley

123 Negotiating the Use of Artificial Intelligence in a Futuristic Workplace
Courtney Chicvak

82 Negotiating Through Agents: A Principal-Focused Agency Model in Representative Negotiations
Bushra Guenoun, Jared Curhan

50 Negotiation and/or auction? – A status quo analysis
Manuel Hefner, Markus Voeth

58 Negotiation as paradox: macro and micro foundations
Josh Keller

38 Negotiation in Context: How Context Affects Negotiation Strategies and Consequences
Rachel Campagna, Alexandra Mislin, Alex Van Zant, Laura Kray, Jessica Kennedy, McKenzie Rees, Brian Gunia, Einav Hart, Maurice Schweitzer, Raymond Friedman, William Bottom, Robin Pinkley, Wu Liu, Michele Gelfand

59 Negotiation propensity at risk? A dynamic perspective on consumers’ willingness to negotiate in the digital age
Iris Poeschl, Anke Degenhart, Markus Voeth

155 Negotiation residue: The affective transference of negotiation experience to a negotiated object
Siyuan Yin, Rebecca (Becky) Schaumberg, Maurice Schweitzer

51 Negotiations in the Digital Age – Effects of Communication Media and Information Reprocessability on Negotiator Trust
Dominik Sondern, Guido Hertel

182 New-age learning of an everlasting skill: Insights from development 'Negotiation Management' MOOC
orna kopolovich

88 No Police, No Courts and Yet Utopia: Conflict Resolution and Trust Restoration using Trusting as Governance Model
Chintan Kella, Tomislav Rimac

178 Not my type: Conflict’s effects on morale are due more to meaning violation than to conflict type
Josh Hodge, Jen Overbeck, Karen Jehn, Frank de Wit

86 Opening a black box: Investigating the characteristics of ambidextrous negotiation behavior
Iris Poeschl, Markus Voeth

110 Opening Statement Effects in Negotiations
Suthalan Gnanes, Uta Herbst

160 Organizational Resilience despite Chronic Adversity: A Fragile Balance
Jana Raver

176 Overcoming Emotional Barriers: Building Dialogues Between Jewish and Arab Students in Israel
Oriana Abboud-Armaly, Daniella Arieli

96 Patterns of Accommodations of Religious Parents with Children who Abandon Religion: A Comparative Study of Urban and Communal (Kibbutz) Residents
Ephraim Tabory, Shlomit Stern Hazan, Jacov Noked

49 Peacemaking and the Public Sphere: Confidentiality and Public Communication in the Colombian Negotiations
Joana Amaral

16 Perceived effects of the Climatic Change on the Pastoralism of the Gujjar and Bakarwals and related Environmental Conflict in Kashmir Valley, India

13 Praying for Peace?
Yael Efron, Michelle LeBaron

98 Predicitng performance in virtual teams: The role of team composition in terms of members’ conflict management styles
Ren Li, Catarina Fernandes

22 Preventing a Second Korean War: A Case Study of Crisis Management – Readiness Theory Perspective
Amira Schiff

128 Reciprocity in communication: Theoretical advancements and practical insights for handling conflict and enhancing trust
Nazli Bhatia, Shereen Chaudhry, Michael Yeomans, Xuan Zhao

181 Refusing Relief: The Mediating Roles of Perceived Altruism and Trust in the Decision to Accept Help
David Hunsaker

12 Regional-Based Conflict and Confidence-Building Strategies
Larry Crump

135 Representative Bureaucracy and Organizational Justice in Mediation
Patrick Hibbard, Lisa Blomgren Amsler, M. Scott Jackman

174 Resolving Digital Conflicts - Suggesting a New Way of Conflict Resolution Education & Practice in the Digital Era.
Rachelly Ashwall-Yakar , Oriana Abboud-Armaly

62 Returnable Reciprocity: When Optional Gifts Increase Compliance
Julian Zlatev, Todd Rogers

83 Saying no doesn’t have to be so hard: Refusers overestimate the interpersonal consequences of saying no
Krithiga Sankaran, David Tannenbaum, Craig Brimhall

69 Self-Compassion in Organizations: An Integrative Review and Future Research Agenda
Samantha J. Dodson

29 Sequential Bargaining in the Field: Evidence from Millions of Online Bargaining Interactions
Thomas Blake, Matthew Backus, Bradley Larsen, Steve Tadelis

127 Setting Him Up for Success (or Failure): Motivated Evaluations of White and Black Male Leaders’ Effectiveness
Vivian Xiao, Brian Lowery

143 Shame predicts success: When and why shame proneness relates positively to job performance
Rebecca Schaumberg, Koji Chavez

165 Spinning plates in volatile environments: Conflict management strategies used by emergency response personnel to navigate tensions and maintain high reliability practices during deployment.
R Tyler Spradley, Elizabeth Spradley

125 Status and Compassion: Paying Attention to the Suffering of Others
Rachael D. Goodwin, Samantha J. Dodson, McKenzie R. Rees, Kristina A. Diekmann

115 Striving for the Status Quo: Stasis-Striving, Inauthenticity, and Psychological Distress in High-Achievement Contexts
Jieun Pai, Eric Anicich, Jennifer Whitson

113 Strong Brands in Negotiations
Anne Maria Stefani, Markus Voeth

95 Subjective perception of power in B2B negotiations – An empirical study within the German automotive industry
Benjamin Hebisch, Andreas Wild, Uta Herbst

35 Teaching in Troubled Times: Arts-Based Tools to Deepen Engagement
Michelle LeBaron, Yael Efron

76 Teaching Mediation Around the World: Integrating Theory and Practice to Improve Conflict Management Skills Across Contexts - A Two-Part Workshop
Jessica Katz Jameson, Jennifer Parlamis, Ann-Sophie De Pauw, Noam Ebner, Revital Hami-Ziniman, Timea Tallodi

132 Text Analysis for Negotiation Research
Nazli Bhatia, Sudeep Bhatia

149 The Agent-Selection Dilemma in Distributive Bargaining
Dan Feiler, David Hagmann

5 The Bamboo Ceiling: Are Asians Under-Represented in Leadership Positions in the United States?
Jackson Lu, Richard Nisbett, Michael Morris

156 The Downside of "Reciprocity"in Agreements
Karen Feste

54 The Downside of Delegation: Interpersonal Consequences of Decision Support Requests
Hayley Blunden, Mary Steffel

168 The Effect of Negotiation Expectancies on Conflict Styles and Negotiation Outcomes
Colleen Tolan, Deborah A Cai, Edward L. Fink

33 The European Union facilitated negotiations for the normalisation of relations between Kosovo and Serbia

75 The Future of ADR
Hanan Mandel, Ephraim Tabory, Noam Ebner, Revital Hami Ziniman

47 The Impact of Digital Negotiation Preparation Tools on Negotiation Behavior and Outcome
Markus Voeth, Uta Herbst, Michael Oryl, Carsten Stork

Inayat Ullah, Muhammad K. Riaz, Wafa Akhoubzi, Saddam Hussain

93 The Impact of Jewish-Arab Intercultural and Educational Encounters
Ben Mollov, Chaim Lavie

Sangah Bae, Kaitlin Woolley, Brian Lucas

Huisi (Jessica) Li, Xirong(Subrina) Shen, Jizhen Li

68 The Lifecycle of Trust
Jonathan Lee, Rachel Campagna, Einav Hart, Michael Yu, Cleotilde Gonzalez, Alexandra Mislin, Robin Pinkley, Ece Tuncel, Jeremy Yip, Kelly Lee, Cindy Chan, Alison Brooks, William Ward, Audrey Korsgaard, Sherry Thatcher

81 The Longer Shortlist Effect: Cognitive Persistence Increases the Gender Diversity of Candidate Shortlists
Brian Lucas, Zachariah Berry, Laura Giurge, Dolly Chugh

11 The Losses from Failed Negotiations: Evidence from Real-World Bargaining Data
Bradley Larsen

173 The Mitigation of Electoral Violence and Peacebuilding in Africa: The Diplomatic Strategies of Traditional Authorities and Shared Norms
Christopher Appiah-Thompson

19 The Power of Lost Alternatives in Negotiations
Garrett Brady, Ena Inesi, Thomas Mussweiler

71 The Power of Preparation: The Surprising Benefits of Planning Possible Topics Before Conversing
Nicole Abi-Esber, Mike Yeomans, Alison Wood Brooks, Jonah Berger

130 The Use of Power in Ethical Leadership
McKenzie Rees, Maribeth Kuenzi

77 Theory and Praxis Redefined: Field Guide to Social Transformation
Joan C Lopez, Beth Fisher-Yoshida

146 They’re Conspiring Against Us: How Follower’s Sense of Control Influences Evaluations of Conspiratorial Leaders
Benjamin Dow, Jennifer Whitson

133 Threat and the Evolution of Tribalism
Xinyue Pan, Dana Nau, Soham De, Michele Gelfand

107 Top Negotiator
Markus Voeth, Anne Maria Stefani

99 Two Truths and a Lie: A Falsehood is Less Unethical to Tell When Truths Make a Case for It
Julia Langdon, Daniel Effron

189 Understanding cross-border merger and acquisitions
Yadvinder Rana

32 Understanding the role of self-awareness in conflict management

167 Victorious and Hierarchical, Defeated and Flat: When Team Hierarchies Change Following Success or Failure
Christopher To, Tom (Taiyi) Yan, Elad Sherf

25 Well but not Welcome: Backlash and career consequences for prioritizing physical and mental wellbeing at work
Andrea Freund, Margaret Neale, Ashley Martin

14 What a Relief? #MeToo Backlash and Humor’s Effects on Interpersonal Anxiety
Jamie Gloor, Cecily Cooper, Lynn Bowes-Sperry

134 When a Star Shines Too Bright: High-Status Minority Member Decreases Diversity in Hiring
Julia Hur

140 When Alterations are Violations: Moral Outrage and Punishment in Response to (Even Minor) Alterations to Rituals
Daniel Stein, Juliana Schroeder, Nicholas Hobson, Francesca Gino, Michael Norton

145 When Caring is Not Enough: Liberals Provide Less Public Support for Liberal Causes that Use Conservative Moral Language
Monica Gamez-Djokic, Marlon Mooijman, Matt Rocklage, Maryam Kouchaki

118 When I say it or when you say it: First impressions in job negotiations for those with and without disabilities
Terri Kurtzberg, Mason Ameri, Lisa Schur, Douglas Kruse

8 Would you Trust Someone Who’s Angry? Expressed Emotion and Trust
Polly Kang, Maurice Schweitzer

55 You Can’t Fix What You Don’t See: Diversity Blind Spots Reduce Dominant Group Members’ Support for Diversity Initiatives
Linda Nguyen, Serena Does, Miguel Unzueta

109 Youngism: The Content, Causes, and Consequences of Prejudices Toward Younger Adults
Stephane Francioli, Michael North


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